Determining job performance in the industrial sales force

1977 ◽  
Vol 6 (2) ◽  
pp. 99-102 ◽  
Author(s):  
Robert J. Small ◽  
Larry J. Rosenberg
Keyword(s):  
Job Performance ◽  
Sales Force ◽  
Industrial Sales

Improving the performance of the industrial sales force in the 1990s

1994 ◽  
Vol 23 (4) ◽  
pp. 273-279 ◽  
Author(s):  
Richard T. Hise ◽  
Edward L. Reid
Keyword(s):  
Sales Force ◽  
Industrial Sales

Motivating the industrial sales force in the sales forecasting process

2011 ◽  
Vol 40 (1) ◽  
pp. 128-138 ◽  
Author(s):  
Teresa M. McCarthy Byrne ◽  
Mark A. Moon ◽  
John T. Mentzer
Keyword(s):  
Sales Force ◽  
Industrial Sales

Time allocation of a pooled industrial sales force

1976 ◽  
Vol 5 (6) ◽  
pp. 343-350 ◽  
Author(s):  
R.E. Bailey ◽  
Dennis R. McDermott ◽  
John F. Wilson
Keyword(s):  
Time Allocation ◽  
Sales Force ◽  
Industrial Sales

The Job Characteristics of Industrial Salespersons: Relationship to Motivation and Satisfaction

1982 ◽  
Vol 46 (4) ◽  
pp. 125-135 ◽  
Author(s):  
Richard C. Becherer ◽  
Fred W. Morgan ◽  
Lawrence M. Richard
Keyword(s):  
Job Characteristics ◽  
Sales Force ◽  
Empirical Application ◽  
Organizational Settings ◽  
Job Characteristics Model ◽  
Industrial Sales ◽  
Worker Motivation

The job characteristics model of worker motivation has been applied in many organizational settings. An empirical application of this model to the industrial sales position is presented in this article. The model appears to have potential in the study of sales force motivation and satisfaction.

Performance and Satisfaction in an Industrial Sales Force: An Examination of their Antecedents and Simultaneity

1980 ◽  
Vol 44 (2) ◽  
pp. 65-77 ◽  
Author(s):  
Richard P. Bagozzi
Keyword(s):  
Job Satisfaction ◽  
Sales Force ◽  
Causal Modeling ◽  
Modeling Methodology ◽  
Industrial Sales ◽  
True Relationship ◽  
Managerial Problem

Is the link between performance and job satisfaction myth or reality? Does performance influence satisfaction, or does satisfaction influence performance? This age-old managerial problem is examined with a causal modeling methodology to unravel the true relationship.

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